Manager,Enterprise Account

Schneider Electric Selangor,

About the Job

Strategic Sales Planning

  • Identification & Mapping to Account type using Standardized Account Mapping Criteria
  • Review & Strategic Account Planning to grow IT Division SOW & Sales Revenue in each name account
  • Key Opportunity Close Planning to progress Key Deals in Funnel to timely closure; meeting Quarterly/Yearly Sales Targets
Sector Business Review & Planning to grow IT Division Sales Revenue in target Sector/s. Thorough research & assess on target Sector/s to establish strategies to penetrate & expand Sector/s. Develop strategic partnerships, key solutions mapping and work with Marketing on lead generation programs & strategic marketing programs specific to the Sector/s
  • Key Solutions Mapping & Selling Strategies to develop Large DCPI Turnkey & X-LOB Opportunities
Sales Execution

  • Manage Accounts and develop more qualified opportunities to achieve strong revenue growth target & Share of wallet per Account. This includes understanding Customer's Business & IT Business Potential/ Strategic Coverage/new Opportunities creation/Enterprise Value Propositions creation, X-LOB Selling/ Competitive Selling /TCE Positioning. Proficient in using ITB Key Account Plan
  • Develop & Manage key Opportunities to Closure to achieve Target Win Rate, Up-sell objectives, Target Revenue per deal, Target Monthly/ Quarterly Quota. Proficient in using IT Division Opportunity Close Plan
  • Develop expertise in ITDivision Product/Enterprise Solutions/Large DCPI Turnkey Solutions Selling to address Named Accounts & Opportunities
  • Develop unique Value Propositions & Solutions Differentiations as a Team at Account level & Opportunity level
  • Develop proficiencies in Sales Execution Process, Use of Sale Tools (BFO/InTouch/Designer Portal/Sales Portals)/ Order Management , Delivery Process ,TCE Management Process & Contracting & Com/Legal Negotiation Process
  • Manage a strong Opportunity Pipeline & Track opportunity Win Rate to achieve Accurate Monthly/Quarterly/ Yearly Forecast Targets by LOB, by Individual & Sector Sales Quota
  • Conduct Opportunity Lost & Win Reviews to enhance the discipline of Internal Sales Learning and promote sharing of best Selling Practices across Sales & Extended Sales Team
  • Work closely with Technical Teams, SMEs, LOBs, BDs, Service Delivery team and functional teams to develop, manage and close deals on time on target
  • Strategize, develop & deliver strong pitch to customers on Schneider & IT Division offerings, proposed solutions and Corporate messaging across the sales cycle
Develop Internal & External Partnership Selling
  • X-BU selling & Large X-BU Turnkey Opportunities development and creation
  • Develop Strategic Sell-with & Sell-through Partnerships with key Solution Partners/System Integrators/Contractors at Sector level, Account Level & Opportunity Level
SECONDARY FUNCTIONS
  • Participate in all Sales Enablement, Coaching & Certifications to enhance Competency level in required Knowledge, Skills & Conduct
  • Ensure quarterly Country and Region business objectives are met
Provide feedback & participate in Sales Process & Bid Process Enhancement activities to streamline internal Sales/Bid processes to react to Customer's
requirements more effectively and efficiently

Qualifications
  • At least 7 years sales experience (Knowledge of the IT industry and direct & channels selling a definite requirement)
  • At least 5 years Sales experience in managing customers Financial Institutions
Possess/Demonstrate:
  1. Thorough understanding of the sales function and processes including annual sales planning
  2. Good knowledge of Data Center Physical Infrastructure (DCPI) Design & Solutions, DC Technology Trends, DC Best Practices & DC related Services; including Green DC requirements, DC Tier 1-4 requirements, Energy Efficiency Management, DC Cloud Computing & Virtualization, DC Design & Build, Critical Power & Cooling Solutions, Customer Premise Equipment (voice & data) and Business Continuity/Disaster Recovery concepts.
  3. Good understanding of large turnkey opportunity creation, development and closure and related contracting processes and legal/finance procedures
  4. Strong large account planning & management skills
  5. Good knowledge of target territory/Sectors and their Industry specific IT requirements/ Challenges/dynamics
  6. Excellent Team player, able to handle ambiguity, anticipate and react to changes quickly in a fast paced environment
  7. Strong Leadership in developing internal team & external team (Partners & Customers) to a shared selling vision & strategy
  8. Strong learning ability on Company dynamics, People, Processes, Technologies & Industry Trends & Practices
  9. Excellent technical sales presentation skills
  10. Excellent customer experience management & servicing skills
  11. Excellent persuasive & negotiation skills
  12. Excellent written and oral communication skills
  13. Excellent time management & Business Sales skills
  • Possess good knowledge in finance and reading of financial statement will be an advantage
  • Possess good Knowledge in Sales & Service Contracts terms & conditions negotiation skills
  • Possess good Knowledge in Sales lead generating Marketing Programs and partnership with Marketing and Business Development team to drive Target Sector/Industry Solutions Campaigns
  • Passion in Consultative Selling
  • Adapt well to changes
  • Results-oriented & quest for performance excellence

Possess:
  1. Ability to build strong relationships with Individuals & with a team, basing on trust, respect, integrity and good personal & professional ethics
  2. "Can Do" attitude
  3. Desire to make a difference & a real impact